The Ultimate Sales
Enablement Playbook
EbbAndFlowAgency.co.uk
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The Ultimate Sales
Enablement Playbook
Welcome to The Ultimate Sales Enablement Playbook
Throughout this playbook, you will develop a solid sales play that helps you gain
deeper clarity over your customers, the customer journey and the step by step
process you should take to bring the customers through to an agreement.
How To Use this Playbook
Each section of this playbook has an example first and then an empty planning
template for you to fill in with your data. Every section has a detail explanation.
After each step-by-step process, you also have extra space for notes.
Getting Started
Dedicate a minimum of 2 hours of uninterrupted time to work through this playbook,
don’t worry if two hours isn’t enough, if it takes a week to fully complete the
playbook, remember this is ok too.
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EbbAndFlowAgency.co.uk
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The Ultimate Sales
Enablement Playbook
SECTION 1.
The first section of the playbook must start by clearly identifying your customers,
who are they and more importantly, how do you bring value into their lives.
The graph in the example helps you to begin creating clarity over your customers,
so you should spend some time identifying things such as -
•
Turnover
•
Age
•
No. Of staff, Etc
You can add your criteria in this section, and you may even consider adding
things such as :
•
Religion
•
Hobbies
• Marital Status, Etc
ACTION STEP:
Work your way through the example graphs in this section first, be sure you
understand each section and then, using the empty graph, begin populating your
data and start to build out your customer demographics and profile.
YOUR CUSTOMERS:
Your Customers - Who Are They and How Do You Provide Value
Who are they? (Demographic)
Annual Turnover
£3m - £25m
No. Of Staff
80 - 150
Business Industry/Sector
Financial Services
How Do They Think/Feel
Company Culture
Looking for change, open to new ideas, understand time
importance
Strat